Outsource and Collaborate Your Way to Greater Client Impact
Kevin Trokey
2022-06-06
In an industry that has historically operated with a "lone wolf" mentality, outsourcing ...
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Prospecting: Stop Interrupting and Start Helping
Kevin Trokey
2022-05-31
We led an in-person sales training program a few years back and had gotten to the end of ...
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Want to Effectively Manage Your Revenue? Go All-in with Data Tracking
Wendy Keneipp
2022-05-23
Revenue management is arguably the most important job a company leader has. Without ...
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ReThinking Conferencing, We’re Going to DC
Kevin Trokey
2022-05-16
SHIFT-ton – noun. A unit of measurement used to weigh the reasons you should attend ...
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Practice and Prepare
Kevin Trokey
2022-05-09
One of the biggest challenges for producers is keeping their pipeline full and healthy. ...
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Have-to-Buy vs. Want-to-Buy
Kevin Trokey
2022-05-02
Are you selling so that you are delivering what your clients WANT to buy, or are you ...
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How to Prepare and Sell Non-Insurance Solutions
Wendy Keneipp
2022-04-25
As a consultative salesperson or an advisor, you should never sell products. You should ...
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Five Flaws of a Commoditized Approach
Kevin Trokey
2022-04-18
In a recent blog post, we discussed the need to move away from a commoditized approach to ...
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Commoditized or Consultative – Which Are You?
Kevin Trokey
2022-04-11
We see so much fear in the market. We see the fear of new competitors, technology, and of ...
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Whose Interests Does Your Agency Serve?
Kevin Trokey
2022-04-04
“The competitor to be feared is one who never bothers about you at all, but who goes on ...
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